See Through The Lies Of The Other Party In The Negotiation

People who don't think about it all have their own reasons. It can be self-defense to retain some information and not disclose it all. If the seller reveals his details, he will pay for it; if the buyer divulges what he has to get, he may be ripped off. Similarly, in the negotiation On the table, when someone pretends to have no right to make a decision, or just says it promise If you don't want to keep your promise, then this kind of cheating will also lead to hostility.

This is why many managers prefer to have face-to-face talks when facing many problems. They believe that their sincerity and commitment can be judged by looking at each other's eyes or feeling the strength of the handshake. The negotiator gave in to a request because he "winked" and was taken advantage of by his opponent (who thought it was a sign of his guilty conscience). If they have reached an agreement, then they have reached an agreement.

But in fact, most managers are not as good at recognizing whether others are cheating, whether it is malicious or just for self-defense. Sometimes, they don't realize they're being manipulated. And sometimes, they are suspicious of someone who is completely telling the truth.

Thanks to experts who are good at observing human behavior, including psychologists, they can help managers to distinguish between lies and truth strategy 。

Grasp the subtle expression

Paul Ekman, a professor at the University of California School of medicine in San Francisco, pioneered what he called "micro expressions.". The momentary blush or twitch, these fleeting and casual facial expressions, can only be captured in the film's freeze frame, and most untrained observers can't notice it.

It turns out that subtle expressions can be captured. The trick is to know which expressions to watch. People often make rash judgments on others based on some wrong clues, and the risk of misjudgment always exists. For example, studies have refuted the popular view that wandering eyes are a sign of deception. Shyness, lack of self-confidence, and cultural conventions all explain why people look away. In the United States, eye contact expresses concern and interest, while in some parts of Africa, in Japan and North Korea, avoiding eye contact is a sign of respect. Therefore, it is wrong to judge whether a person is telling the truth according to an expression. We must put every clue and every sign together to make a comprehensive judgment so as to get a more credible impression.

Ask the right questions

In negotiations, if you ask the question "is this really the best you can offer?" the answer is always "yes". No one would say, "well, actually, that's not the case. I just hope you think so. " A better strategy is to give the other side room for excuses. If you have any suggestions, you can either accept them immediately. The ultimatum depends on whether other people are willing to consider the ultimatum. In the end, it's up to you to make these choices.

To judge whether the opponent is cheating, we can also see what is not said at the negotiation table. Some people feel that it is morally necessary to answer all the questions directly put to them, but they feel that there is no need to offer information on their own initiative. It's up to you to explore all the issues. If you ask the seller if you have any doubts about the price of the second-hand car, if you find that there is any reason for you to ask the seller about the price of the second-hand car.

Take a comprehensive view of the problem

No matter how much you know a person, you can't know all his thoughts and feelings.